B2B Sales Funnel Playbook (That Generated +50% In ...

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1. What is a sales funnel? “A sales funnel (or sales pipeline) is a visualization of your sales process and a set of steps your company makes from sales prospecting to closing deals.” The core purpose of the sales funnel is to divide the sales process into micro stages to figure out where exactly you are losing leads and what part of the sales process needs to be improved.

   In Funnel scenario modeling

2. A sales funnel (or sales pipeline) is a visualization of your sales process and a set of steps your company makes from sales prospecting to closing deals. “The core purpose of the sales funnel is to divide the sales process into micro stages to figure out where exactly you are losing leads and what part of the sales process needs to be improved.” Regular analysis of the sales funnel helps B2B organizations to increase the close deal ratio, shorten the sales cycle, accelerate sales, and, as a result, hit revenue quota more often.

   In Funnel scenario modeling

3. The core purpose of the sales funnel is to divide the sales process into micro stages to figure out where exactly you are losing leads and what part of the sales process needs to be improved. “Regular analysis of the sales funnel helps B2B organizations to increase the close deal ratio, shorten the sales cycle, accelerate sales, and, as a result, hit revenue quota more often.” While it sounds simple and obvious, lots of B2B companies make the dangerous mistake I’m going to reveal in a moment.

   In Funnel scenario modeling

4. You bet. But here is a caveat: simplifying a sales process was great a hundred years ago. “In a modern B2B world, you deal with multiple competitors, longer sales cycles, and not sales-ready leads (they aren’t seeking your product actively).” That’s why simplifying your lead generation, and sales processes with the AIDA model kill their efficiency.

   In Funnel scenario modeling

5. You deal with the buying committee, need to warm up and nurture them, set up a lead scoring program, and agree with sales on criteria when a lead should be transferred to sales. “Your sales team should prospect and talk to leads that were warmed up and fit the ideal customer profile.” It leads to the second problem.

   In Prospecting

6. If you rely only on it, you can exclude other channels from your marketing programs that, as a result, will demolish the entire campaign. “Not all leads are sales-ready.” According to Hubspot, only 3% of any given B2B market is actively buying at the moment. When you cut the top and middle of the funnel marketing programs, you miss 97% of your target addressable market.

   In Not-ready lead nurture

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